Senior Sales Field Effectiveness Manager

INTEGRATION APPLIANCE, INC.; Charlotte (NC); On-site; USD 120,000 - 160,000; Full time

Job summary

Intapp is seeking a Sales Field Effectiveness Senior Manager to lead enablement for its Legal and Accounting & Consulting (A&C) sales teams. You will drive MEDDPICC adoption, coach managers, and align playbooks with buying dynamics while leveraging Spotlight.ai and Claude for AI-native selling.

You will work with VPs, managers, and top reps to ensure CRM and deal evidence governance, while delivering certification pathways and ongoing skills assessments across the field.

Qualifications

• 5+ years in enterprise or B2B SaaS sales, sales enablement, or sales operations, with direct exposure to legal or professional services software preferred.
• 2+ years in sales enablement, field effectiveness, or a sales-facing enablement/methodology role.
• Demonstrated experience rolling out and driving adoption of MEDDPICC or a comparable qualification methodology, not just delivering training on it.
• Experience working with a real-time deal or conversation intelligence tool such as Spotlight.ai, Gong, or Chorus.

Responsibilities

• Serve as the embedded enablement partner to Legal and A&C sales, building trusted relationships with segment VPs, sales managers, and top reps
• Drive MEDDPICC adoption and CRM compliance at stage gates, using Spotlight.ai deal evidence to find where discovery and qualification break down
• Equip sales managers to run structured deal inspection and coaching conversations from Spotlight.ai data, and adapt playbooks to Legal/A&C buying dynamics, competitive positioning, and objection handling
• Deliver the tiered MEDDPICC certification pathway and run the bi-annual Seller Skills Assessment cycle, turning results into targeted coaching plans and supporting onboarding and ramp for new reps
• Model AI-native selling with Claude and Spotlight.ai, and measure and report the impact of Legal/A&C enablement

Skills

MEDDPICC adoption

Sales enablement

Deal inspection

Deal intelligence tools

Job description

The Sales Field Effectiveness Senior Manager is the dedicated enablement lead for Intapp's Legal and Accounting & Consulting (A&C) sales teams. You will work as part of those sales orgs, joining pipeline reviews, forecast calls, and deal strategy conversations so you understand what gets in the way of a rep closing. You will activate our existing sales methodology infrastructure (MEDDPICC, Spotlight.ai coaching, and a tiered certification pathway), adapt it to how Legal and A&C firms buy, and hold the field accountable to it through manager coaching.

What you will do

• Serve as the embedded enablement partner to Legal and A&C sales, building trusted relationships with segment VPs, sales managers, and top reps
• Drive MEDDPICC adoption and CRM compliance at stage gates, using Spotlight.ai deal evidence to find where discovery and qualification break down
• Equip sales managers to run structured deal inspection and coaching conversations from Spotlight.ai data, and adapt playbooks to Legal/A&C buying dynamics, competitive positioning, and objection handling
• Deliver the tiered MEDDPICC certification pathway and run the bi-annual Seller Skills Assessment cycle, turning results into targeted coaching plans and supporting onboarding and ramp for new reps
• Model AI-native selling with Claude and Spotlight.ai, and measure and report the impact of Legal/A&C enablement

What you will need

• 5+ years in enterprise or B2B SaaS sales, sales enablement, or sales operations, with direct exposure to legal or professional services software preferred
• 2+ years in sales enablement, field effectiveness, or a sales-facing enablement/methodology role
• Demonstrated experience rolling out and driving adoption of MEDDPICC or a comparable qualification methodology, not just delivering training on it
• Experience working with a real-time deal or conversation intelligence tool such as Spotlight.ai, Gong, or Chorus

What you will gain at Intapp

At Intapp, you'll get the opportunity to bring your talents and intellectual curiosity to create better outcomes for our people and our clients. You'll be part of a growing public company, with a modern work environment that's connected yet flexible and where your professional growth and well-being are top priorities. We'll collaborate and grow together, supporting each other in a positive, open atmosphere that fosters creativity, innovation, and teamwork.

• Expand Your Skills: Unlock your potential with professional development opportunities supported by a community of experienced professionals.
• Enjoy Where You Work: Thrive in our modern, open offices designed to inspire creativity and collaboration.
• We offer reimbursement for training and continuing education to help you stay ahead in your career.
• Our complimentary lunches and fully stocked kitchens ensure you have everything you need to stay energized throughout the day.
• Our comprehensive wellness and flexible time off programs and our benefits are designed to care for you and your family.
• Our family-formation benefits and support during your family-building journey ensure you have the resources you need when it matters most.
• We believe in giving back and supporting our communities with paid volunteer time off and a donation matching program for the causes you care about.

Intapp provides equal employment opportunities to all qualified applicants and will make hiring decisions without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristic protected by federal, state or local laws.

#LI-TA1

Intapp builds AI software to power the world's top investment, legal, and consulting firms. Our clients face unique challenges: they must track and manage complex client relationships, navigate strict regulatory requirements, and manage sensitive deal information. We develop software specifically for these needs, helping firms find and win business, onboard clients safely and manage risk, deliver exceptional work, and capture full value. Intapp created Celeste, an agentic AI platform for professional firms that combines firm-specific context, workflow automation, and built-in compliance. Using prebuilt or custom agents, Celeste helps professionals execute critical workflows faster and more consistently while respecting proprietary knowledge, access controls, and regulatory requirements. It is designed to work within a firm's data, terminology, playbooks, and governance framework. Today, more than 2,700 firms worldwide rely on Intapp, including 95 of the Am Law 100, 16 of the top 20 accounting firms, and more than 1,700 private capital, investment banking, and real assets firms. Intapp has helped firms achieve measurable impact — from 25% more pitch opportunities to 55% faster client onboarding — turning intelligence into competitive advantage. Founded in 2000 and headquartered in Palo Alto, California, Intapp completed a successful IPO on June 30, 2021 (NASDAQ: INTA). Alongside a global ecosystem of partners, Intapp accelerates innovation and integration, ensuring our clients are always at the forefront of transformation.